Salesmanship Skill as Effective Driving Force in Indian Pharmaceutical Industry

Abstract

Selling a product or services is a job that needs certain skills, which acts as the important driving force for a company. This takes a complicated dimension when it is probed in Pharmaceutical Industry. The necessity of these sales people in reaching the variety of highly knowledge customer base makes the companies spend some amount in training and making them realize the importance of reaching a target. Considering these aspects, the present study attempted to identify the important skill sets that have the capacity to empower the salesperson, which in turn emerges as sales force effectiveness. The study through survey method found, Adaptability, Consultative selling, Negotiation/questioning, and Sales person cues and communication styles as the important skill sets for a sales force to be effective. These findings are specific to Indian pharmaceutical Industry, which the present study has considered as the sample.

DOI: 10.5901/mjss.2015.v6n6s2p652